Sales Manager

Cairo, Egypt

Abbott Laboratories

49 Current Jobs Openings

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Job Description

Core Job Responsibilities:

Ensure a customer oriented culture within the team and within the affiliate, document and share field insights within Abbott
Analyze current sales situation per targeted pharmacies, develop sales plans including measurable goals, tactics and resource allocation, ensure sales plan execution
Organize priorities and manage Team’s time to ensure Trade Sales Representatives’ goals achievement and tactics execution
Develop a District Business Plan, coach and motivate Trade Sales Representatives in developing thorough Business Plans that address their most strategic pharmacies
Empower Trade Sales Representatives regarding profitable commercial policy and value proposition execution, ensure they are able to sell the value proposition: demonstrate to their customers the strategic interest for them of Abbott’s initiatives, using financial ratios
Negotiate with smaller chains or Independent small Buying Groups not integrated within Trade Key Account Managers (TKAM) portfolio and deliver profitable sales results
Develop and maintain a positive mindset and a culture of accountability that rewards those that drive business results
Recruit and hire high-potential Trade Sales Representatives
Coach and develop Trade Sales Representatives by visiting customers with them (Joint visits); document observations utilizing the coaching grid with Trade Sales Representatives
Provide objective, constructive ongoing performance feedback and coaching
Conduct annual performance appraisals, soliciting input from TKAM, Trade Marketing and if applicable, Medical Representatives
Ensure the ROI of activities and provide regular feed-back to TKAM, Trade Marketing, and Marketing Teams, monitor KPIs to evaluate Team’s performance (e.g., turnover/Trade Sales Representatives, orders/calls, sell-out actions implemented, days in field, number of sales calls, call frequency, numeric-weighted distribution, share of shelf, recommendation level, etc.)

Education/Qualifications/Experience:

Bachelor Degree in Pharmaceutical Science/Human or Vet Medicine/General Science
Minimum 10 years of Commercial/Sales experience in Pharma industry that involved working closely with customers to deliver results
Minimum 3 years of relevant managerial experience in Health Care (OTC, Gx), Fast Moving Consumer Goods (FMCG) and/or Retail
Strong coaching and leadership profile
Consultative selling and Negotiation skills
Strong analytical skills (i.e., ROI calculation, forecasting and planning) and Capacity to manage P&L
Organization and Industry intelligence
Literacy in Microsoft office applications
Good command of English